In this freestyle riff from the Culture Over Quota series, AJ gets deep on two overlooked truths in modern sales orgs: span of control and change readiness. How many AEs can a leader actually lead well? And when new markets, products, or pivots hit the roadmap—are your people built to bend or break? AJ explores the hidden impact of ego, strategy fatigue, and team misdesign. Drawing from real-world scars, he shares how to spot when your team was built for phase two, not from the mud, and why org design and leadership development must move in lockstep with go-to-market ambition.

If you lead with heart, data, and the nerve to challenge the norm—this one’s for you.